Hello,
I am Manager Resources of the Design and Development Department in EPIQ. When we receive RFQ, our sales people ask us for development time and estimation of the USP (unit selling price). Here we go in dispute between the sales and the engineers - sales want to create the offer very fast without spending unpayed time, the engineers want to understand what the customer wants, to build the concept and based on that to give some estimations. In some cases it is dificult to estimate the USP if you don't have something similar in your portfolio. In some cases, the customers want to fix the USP, even befor the design and development proces has started.
Please share how you overcome this basic problem.

Hello,
I am Manager Resources of the Design and Development Department in EPIQ. When we receive RFQ, our sales people ask us for development time and estimation of the USP (unit selling price). Here we go in dispute between the sales and the engineers - sales want to create the offer very fast without spending unpayed time, the engineers want to understand what the customer wants, to build the concept and based on that to give some estimations. In some cases it is dificult to estimate the USP if you don't have something similar in your portfolio. In some cases, the customers want to fix the USP, even befor the design and development proces has started.
Please share how you overcome this basic problem.

I agree with your Engineers, because without understanding the entire customer requirements there could be some very unhappy customers. Not to say some Quality folks that will have to deal with the customer's concerns.

Hello,
I am Manager Resources of the Design and Development Department in EPIQ. When we receive RFQ, our sales people ask us for development time and estimation of the USP (unit selling price). Here we go in dispute between the sales and the engineers - sales want to create the offer very fast without spending unpayed time, the engineers want to understand what the customer wants, to build the concept and based on that to give some estimations. In some cases it is dificult to estimate the USP if you don't have something similar in your portfolio. In some cases, the customers want to fix the USP, even befor the design and development proces has started.
Please share how you overcome this basic problem.

Slav,

Set up a meeting with all parties involved and develop a plan that is possibly acceptable to all. Make decisions by consensus which means that not everybody gets what they want but are likely to support the decisions that are made. Above all, obtain management's buy-in. Without their commitment, everything else will fail.

The everlasting struggle between Sales and Engineering is well known and well documented. But can be dealt with if all stakeholders are willing to come up with a plan that they can support for the benefit of the organization, its customers and all employees.

Because you live in Europe, there may be some business cultural issues as well. You may be surprised to learn how this issue is handled in other parts of the (quality) world.

I'm sure that my Fellow Covers will chime in.

Good Luck! :agree1:

Stijloor.